1.3 Kofax Partner Connect 2013 - Investment in Unsere Partner

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1.3 Kofax Partner Connect 2013 - Investment in Unsere Partner

  1. 1. PartnerConnect Deutschland Frankfurt, 31. Januar 2013EMEA – Channel & Alliances FY13- Our investment in PartnersPeder Daxberg – Senior Director, EMEA Channel & AlliancesEva Schluppkotten – Director, Field Marketing & EMEA Channel MarketingRene Wenzel – EMEA Instructor
  2. 2. Today’s agenda Kofax partner business FY12 & H1 FY13 Your feedback about Kofax Kofax EMEA Partner Investment Plan FY13 Questions & Answers 2
  3. 3. FY12 Partner Results FY12 WW partner sales up 10% YoY  Avg. revenue per partner grew by 30%  Avg. partner deal size grew 29%  Number of partner deals >$75k grew 18% Added 39 new partners that made a significant revenue contribution  FY12 Partner revenue was 61% of Kofax WW license sales 3
  4. 4. FY13-H1- A strong start with Partners100% 90% 80% 70% 60% 50% Direct 40% Partner 30% 20% 10% 0% FY12 FY13 FY12 FY13 FY12 FY13 FY12 FY13 FY12 FY13 FY12 FY13 FY12 FY13 FY12 FY13 FY13 UK Belux Nordic Ger CEE Latin Italy Emerging MV We do more business with partners in most regions- Germany particular strong shift Enablement is a key focus for Kofax to continue to drive partner growth Slide 4
  5. 5. Partner Loyalty ProgramRelationship Survey Summary
  6. 6. Net Promoter Score (NPS) defined How likely would you be to recommend to a friend or colleague?NPS is a simple, powerful metric that is intuitive at all levels of the organization. Improvements are achieved through an organizational focus on improving the customer experience, creating Promoters and reducing Detractors.
  7. 7. 2012 Partner Relationship Survey - Summary Baseline Performance  NPS of +27 is a significant increase year over year  Fuelled by Kofax relationship improvement initiatives  Response rate of 20% is slightly up year over year Key NPS Findings  Significant increase for both AMS (up 26 points) and EMEA (up 27 points) in 2012  NPS remains highest for Platinum Partners (+40), with a significant improvement for Gold Partners (+32) Drivers of Loyalty (based on quantitative and comment analysis)  Kofax PRODUCTS are universally held in high regard and serve as the basis for strong partner loyalty  MAINTENANCE & RENEWALS remains an area for improvement  Perception of EASE OF DOING BUSINESS, PARTNERSHIP, and DIRECT SALES varies widely, but continues to improve
  8. 8. Net Promoter PerformanceNPS Distribution: 2011 vs. 2012 Comparison Kofax Partner NPS is significantly higher in 2012, with fewer Detractors and more Promoters. OVERALL KOFAX PARTNER NPS NPS NPS +3 +27 Significance Test Key Base for comparison Significantly higher Significantly lower
  9. 9. Improving the Partner Experience, Top Down and Bottom Up Successful Net Promoter programs have both operational and structural elements. Operational improvements are driven at the front line and generally focus on individual partners. Structural improvements are broader in scope and deliver long term value. 9
  10. 10. What drove the improvement in FY 2012? Invested in Partner Relationships  Dedicated Partner Managers for Platinum partners  Gold & Silver Partner Outreach  Marketing Support  Leads program enhancements  Increased Partner Field Engagement  Increased communications/newsbriefs/webinars Enhanced Training  Promotional Technical, Recertification & Product Sales Training Pre-Sales Support  Technical pre-sales and scripted demos  90-day Renewals notifications Pricing Strategy  Lower price bundling and competitive pricing
  11. 11. EMEA Partner Plan FY1311
  12. 12. EMEA Key objectives - Summary Expand existing & establish new partnerships to increase Kofax reach and solution capabilities  Establish in Territories with limited direct coverage  Expand existing fruitful relationships (by product and/or geography)  Leverage the global Microsoft relationship Enhance & execute EMEA Channel initiatives and offerings for indirect business Create visibility together with partners around Kofax and partner solutions (marketing events with partners & partner events) Improve partner sales enablement and training certifications agreed in mutual Partner plans. Page 12
  13. 13. Changes made in EMEA to meet objectives Further investment in Partner Relationships  Integration of the POS team into the Channel team - VRS & Express now available directly from Kofax to Kofax resellers.  Additional territory CAMs been recruited in FY13  Dedicated Channel Marketing function established to improve partner Marketing Support Enablement & Sales support  Promotional technical, recertification & product sales training  PartnerConnect event series  New Partner portal launched- prm@kofax.com  Unlimited users  Communication centre  Sales tools - Storyboards and demos Marketing & Communication  Possibility to run campaigns with Kofax  Quarterly Campaigns-in-a-Box  Lower price bundling and competitive pricing 13
  14. 14. New Partner Bundles & promotions- Opportunity to make more money in 2013
  15. 15. Partner possibility to resell MV & KCS in EMEA Kofax can now offer a Kofax resellers (Capture) to resell KCS & MV without formal certifications in place Resell conditions:  Silver (25%) margin on licenses for all Resellers  Standard 15% discount on PS per existing resell contract  15% discount on support, if they do not take first line support / are not certified  Deal needs to be signed by Reseller- our resell terms apply Referral conditions:  15% referral margin on licenses only- 0% on PS and support  Referral document needs to be signed & Kofax sign the contractPlease contact your Kofax contact for further assistance! 15
  16. 16. New Capture Bundles – Contents Feature Description Capture Starter Capture Full Bundle BundleKofax Enterprise Capture Page Pages that can be scanned or imported Volume Kofax Enterprise Capture Concurrent computer connections running a Stations Kofax Capture Application (for example, Scan, Release and Validation)Kofax Transformation Modules KTM Layout Classification/Separation, for Forms Document Review, Zonal Extraction, and Thick/Thin Client ValidationKofax Import Connector – Email Importer for documents received via email or and Fax fax VRS Elite Image cleanup and enhancement capabilities Enhanced Barcode Enhanced barcode reading accuracy and barcode type support Full Text PDF Generation of searchable PDF files that contain both image and OCR text Kofax Reporting Cross-product reporting suite that collects data in a central repository and provides various canned reports
  17. 17. The new Mailroom Solution BundleSlide 17
  18. 18. What you should come to us for… Help to expand your Kofax business:  Take on additional Products and get Trained  Plan to expand into new Territories or Verticals  Help building Campaigns or Customer Success Stories Escalation, if needed, to solve Partner related issues:  Partnership planning  Contracts  Portal access  Others
  19. 19. Marketing
  20. 20. Partner Enablement & Kommunikation - Strategie Jährliche weltweite Veranstaltungen Transform - März Catalyst - März Lokal vor Ort: Partner Connect Veranstaltungen UK SE UAE DE CH AT IT FR BeNeLux ES PT Online / Telefon: Partner KommunikationOutreach Produkt Promotions / Kampagnen Join-In Webinare Newsletter Partner PortalProgram Updates Bundles in a Box Kampagnen 22
  21. 21. Transform 2013 – Register Now www.kofax.com/transformOn the Agenda March 11 – 13, 2013• Customer Presentations – Banking, Hilton San Diego Bayfront Insurance, Healthcare, Government San Diego, CA• Hands-on Tips and Tricks Workshops• Technology Sessions Register now!• Great Network of Kofax Customers, Partners, Executives and Specialists $1195 rate Early Bird Rate available through December 31, 2012
  22. 22. Kofax EMEA Partner Connect Reihe Goal: • At least 2 PartnerConnects / Q • Communicated 6 months in advance PartnerConnect Page 24
  23. 23. Gemeinsame Marketing Aktionen & Marketing Unterstützung Gemeinsame Marketing- und Businessplanung – auf Nachfrage Quartalsweise: Produkt Specials mit unterstützenden Materialien NEU - Join-in Kampagnen in Zusammenarbeit mit einer Agentur  Sie erhalten ein komplettes Paket  Thema & Positionierung  E-Mail & Landing Page – mit Ihrem Firmenlogo  Direktmailing nach Bedarf & Planung  Sie nehmen teil & tragen bei  Einen vorab definierten Betrag (je nach Komplexität der Kampagne)  Die Datenbank der Kontakte, die Sie anschreiben wollen (die Agentur unterzeichnet Ihr NDA)  Die Nachverfolgung der Leads 25
  24. 24. Kofax Education Services
  25. 25. Kursüberblick27
  26. 26. Kurse – Kofax Capture Kofax VRS Elite (1 Tag) Kofax Capture 10 (4 Tage) Kofax Capture 10 Customizations (3 Tage) Kofax Capture Network Server 10 (1 Tag) Kofax Transformation Modules 5.5 (4 Tage) Kofax Transformation Modules 5.5 Customizations (3 Tage) Kofax Transformation Modules 5.5 Advanced (1 Tag) Kofax Monitor (3 Tage) Kofax Import Connector 2.0 (1 Tag) Kofax Front Office Server 4.0 (3 Tage) Kofax Mobile Capture (1 Tag) 28
  27. 27. Kurse – Kofax TotalAgility Kofax TotalAgility Boot Camp Training (12 Tage) Kofax TotalAgility Level 1 Training (4 Tage) Kofax TotalAgility Level 2 Training (2 Tage) Kofax TotalAgility Dynamics Integration Training (1 Tag) Kofax TotalAgility Reporting Training (1 Tag) Kofax TotalAgility SharePoint Integration Training (1 Tag) 29
  28. 28. Kurse – Kofax MarkView MarkView 7 AP Solution Design Level II (2,5 Tage) MarkView 7.1 Server Administration - SAP Level I (3 Std) MarkView 7.1 Server Administration-Oracle Level I (3 Std) MarkView 7.1 Solution Administration - Oracle I (3 Std) MarkView 7.1 Solution Administration SAP Level I (3 Std) MarkView AP Advanced Troubleshooting Level II (1 Tag) MarkView AP Advisor Operation and Administration (2,5 Std) MarkView with Transformation Administration (2 Std) 30
  29. 29. Kurse – Kofax Communication Server Kofax Communication Server Platform Fax (5 Tage) Kofax Communication Server Platform Link (5 Tage) Kofax Communication Server Enterprise (5 Tage) Kofax Communication Server Advanced Links (5 Tage) Kofax Communication Server Update (3 Tage) Kofax Communication Server Administrator Training (3 Tage) 31
  30. 30. Kurse – Whats new Trainings Whats New in Kofax Capture 10? (8 Std) Whats New in Kofax Transformation Modules 5.5? (8 Tag) Whats New in MarkView 7.1? (3 Std) 32
  31. 31. Kurse – Learning format33
  32. 32. Kurse - Learning format Classroom Classroom Trainings Live Online  Kursteilnahme On-demand Online an einem Standort der Kofax Computer Based  Kurse regelmäßig geplant Onsite Trainings (EMEA-Weit 1 x pro Monat)  Der Kurs wird durch einen Trainer geführt (interaktives Training)  Weltweit in den KOFAX Räumen verfügbar 34
  33. 33. Kurse - Learning format Classroom Classroom Trainings - Locations Live Online  Interactive training delivered On-demand Online online by a live instructor Computer Based  Receive training Onsite Trainings at any internet-connected location  Convenience of attending a live class without travel expenses Dubai, UAE 35
  34. 34. Kurse - Learning format Classroom Live Online Trainings Live Online  Interaktives online Training On-demand Online Computer Based  Webex® Videokonferenz Onsite Trainings  Der Kurs wird durch einen Trainer gehalten  Teilnahme von jedem Standort mit Internetverbindung möglich  Teilnahme am “Classroom Training” ohne Reisekosten 36
  35. 35. Kurse - Learning format Classroom On-demand Online Trainings Live Online  Training und Zertifizierung On-demand Online ohne das Büro / Homeoffice zu verlassen Computer Based  Aufgezeichnetes Training Onsite Trainings  Inhalte Browser-basierend  Übungen werden auf einem remote Server durchgeführt  Keine Installation am eigenen PC notwendig 37
  36. 36. Kurse - Learning format Classroom Computer Based Trainings Live Online  Komplettes Kursmaterial wird von der On-demand Online KOFAX Webseite geladen Computer Based (Software, Lizenz, Kursmaterial) Onsite Trainings  Kursmaterial kann mit anderen Personen geteilt und wiederverwendet werden  Keine zeitliche Begrenzung 38
  37. 37. Kurse - Learning format Classroom Onsite Trainings Live Online  Kofax standard Kurse und jedes On-demand Online beliebiges Kofax Thema kann mit einer Computer Based Gruppe von Personen diskutiert werden Onsite Trainings  Beispiele für Onsite Trainings:  Kofax Capture Onsite Training  VRS Elite Onsite Training  Best practices: Tabllen erkennung  Hands on trainings  Spezielle Kundenwünsche  Onsite Trainings werden in Englisch, Deutsch und Französisch angeboten 39
  38. 38. Training - Partner Program Partner Program, KC3, Benefits40
  39. 39. Training – Partner Program Silver  15 % Rabatt auf jedes Training Gold  15 % Rabatt auf jedes Training  1 x kostenloses Training pro Jahr (Partner training Voucher) Platinum  15 % Rabatt auf jedes Training  2 x kostenlose Training pro Jahr (Partner training voucher) 41
  40. 40. Training – Partner Benefit Bessere Produktkenntnisse Höhere Projektqualität Weniger Zeitaufwand pro Projekt 15 % Rabatt für jede Registrierung Kurs Dauer Listenpeis Rabatt Partnerpreis Kofax Capture 10.0 Essentials 4 Tage 2.020,00 303,00 1717,00 Kofax Transformation Modules 5.5 4 Tage 2.690,00 403,50 2286,50 FOC Partner Training Vouchers können verwendet werden für:  Classroom Trainings  Live Online Trainings  Computer Based Trainings  On-demand Live Trainings  1 x Training-Voucher kann in 5 x Exam-Vouchers getauscht werden 42
  41. 41. Training – Kofax Certified Capture Consultant Program Kofax Certified Capture Consultant (KC3) Program ist die höchste technische Auszeichnung der Kofax. Drei Zertifizierungen sind notwendig:  Kofax Capture 10  Kofax Capture Network server 10  Kofax Transformation Modules 5.5 KC3 zertifizierte Consultants dürfen auf Ihren Visitenkarten und in Ihren e-Mails Kofax Logos verwenden. 43
  42. 42. Training – End User Benefit 15 % Partnerrabatt für jede Endkunden Anmeldung Höhere Kundenzufriedenheit Besseres Verständnis für die eigene Umgebung Kunde erhält einen Überblick über die Kofax Produktfamilie und deren Möglichkeiten Neue Ideen um mehr bzw. weitere Dokumente mit dem bestehenden System zu verarbeiten Kunde kann sein System selbst überwachen Weniger Supportcalls 44
  43. 43. Training - Pricing45
  44. 44. Training - PricingClassroom / Live online trainings:Artikelnummer Beschreibung Dauer Euro RabattTR-8000-0101 Kofax Capture 10.0 Essentials 4 Tage 2.020,00 303,00TR-8000-1111 Kofax Capture Customization 3 Tage 1.450,00 217,50TR-8000-0501 Kofax Transformation Modules 5.5 4 Tage 2.690,00 403,50TR-8000-3501 Kofax Capture Networkserver 10.0 1 Tag 1.450,00 217,50TR-8000-1101 Kofax Frontoffice Server 4.0 3 Tage 2.100,00 315,00Onsite trainings:Artikelnummer Beschreibung Dauer Euro RabattTR-8500-0101 Kofax Capture 10.0 Essentials 4 8.400,00 1.260,00TR-8500-0501 Kofax Transformation Modules 5.5 4 9.800,00 1.470,00TR-8500-3501 Kofax Capture Networkserver 10.0 1 5.800,00 870,00TR-8000-1101 Kofax Fontoffice Server 4.0 3 6.300,00 945,00Daily rate for onsite trainings / workshops:TR-8000-1101 Onsite Training 1 2.450,00 367,50 46
  45. 45. Training schedule47
  46. 46. Training schedule Frankfurt (DE) Unterschweinstiege 8 60549 Frankfurt 19.03.2013 KC 10 09.04.2013 KTM 5.5 18.06.2013 KC 10 25.06.2013 KTM 5.5 48
  47. 47. Training schedule Rotkreuz (CH) Grundstrasse 14 6343 Rotkreuz 04.06.2013 KC 10 11.06.2013 KTM 5.5 49
  48. 48. Training schedule Mechelen (BE) Zandvoortstraat 49 2800 Mechelen 25.03.2013 KTM 5.5 08.04.2013 KC 10 21.05.2013 KTM 5.5 10.06.2013 KC 10 25.06.2013 KC CU (CU=Customization) . 50
  49. 49. Special Offer Only valid for registered Partner Connect resellers51
  50. 50. Special Offer Nur gültig für Partner der PartnerConnect Nur für folgende zwei Kurse gültig:  Kofax Capture Training 19.03.2013 – 22.03.2013 Frankfurt  Kofax Transformation Modules Training 09.04.2013 – 12.04.2013 Frankfurt 2 für 1 Sende 2 / Zahle 1 52
  51. 51. Richten Sie weiterführende Fragen gerne jederzeit an:Rene WenzelInstructorPhone: +49-174-3432506Email: rene.wenzel@Kofax.com

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